Thrive. Grow. Achieve.

Board Engagement for Fundraising Success

Lewis Flax, Flax & AssociatesThursday, February 27, 2014

Board Engagement for Fundraising Success

RAFFA Learning CommunityThursday, February 27th, 2014

9:00 AM – 11:00 AM

1899 L Street, NW6th Floor (Large Conference Room)

Washington, DC 20036

Today’s Discussion

• Board Engagement

• Recruitment and Cultivation

• The ‘Ask’

Board

Engagement

Critical to Success

• Current and future leadership• Ability to support key initiatives• Guide the organization• Determine priorities and focus

Overlooked and Avoided

• Awkward and uncomfortable• Oversight role • May not be well connected• Skills in other areas• Easy to focus on other initiatives• Requires time and patience

Committed to the Cause?

• Engagement

• Emotion

• Ego

Engagement

• Evaluate current status

• Staff perspective

• Future plans

Board Review/Plan

• Interaction

• Fundraising plan aligned with strategic plan

• Perceived goals and objectives

• Barriers to success

• Role in fundraising

Assessment?

• Likely results? • Position appropriately• Purpose for serving • Evaluate each board member• Impact of evaluation

Recruitment

and

Cultivation

Reactive Approach

• Name others that can support• Seek dollars first• Lack of a vetting process• Address at the last minute

What should we expect?

Other Organizations

• Steps and requirements

• Evaluate results

A Proactive Approach: Develop a Pool of Talent

• Donors/Funders • Current (and previous) volunteers• Members• Distribution list (mail/email)• Event attendees• Program participants• Engaged in advocacy efforts• Board members (other organizations)• Leverage connections• Corporate executives• Corporations (matching gifts)

Engagement Options

• Award programs• Event involvement• Programmatic initiatives• Advocacy efforts• Public relations campaign• Other campaigns

Evaluate and Test

• Evaluate involvement

• “Test’ commitment

• Expect drop-off

‘A Privilege and an Honor’

• ‘Pass’ the test?• Candid conversations• Key questions

– Level of interest– Value add– Understand capabilities and interests

Selecting the Right Individuals

• Review requirements • Clarify expectations• Seek commitment• Extend invitation• Accept ‘no’

‘Square Peg Into a Round Hole’

• Consider other options• Figure out an appropriate fit• Ask for suggestions• Potential options

– Chair of a campaign– Letters under their signature– Involvement in a specific initiative – Role in an awards program– Other?

Making

the

‘Ask’

Fundraising Effectiveness

• Ability to provide support• Strong network/connections• Willingness to conduct outreach• Capabilities and skills

“Ask”: Executive Director

Why not the ED?

• Difficult position • Asking supervisors for money• Board rotates – different individuals• Less authenticity• Lost in the details

Ask: Board Member(s)

• Respected board member(s)• More genuine and authentic• Peer to peer engagement• A sense of obligation• Less pressure on

Executive Director

Engage Board Member(s)

• History and involvement • Impact • Emotionally compelling story • Support amount and connection • Importance of contributions from all• Ask with passion/conviction – stretch• Follow up individually

Solutions: Stories

• Emotionally compelling• Specific individual/problem• Detail the challenges encountered• Explain success and impact • Ask for their opinion and feedback• Align with their motives/interests

Fundraising Training

• Conduct training for board members– Determine who will lead– Assess what should be covered

• Acknowledge limitations/concerns • Provide needed guidance and support

Next Steps

• Interest in improving board engagement/results

• Time/resources • Strategies and tactics • Actions in the next 30 days• Impact on your organization

Page 21

Thank you!

Lewis Flax is President of Flax Associates, a firm that provides consulting, coaching, and training to assist charitable organizations increase financial support by developing and expanding corporate relationships. Often the ability to engage and leverage key volunteers and board members plays a large role in securing financial support.

Contact Information:

lewis@flaxassociates.com

(202) 266-2655 (w)

(301) 922-9309 (c)

www.flaxassociates.com